Page 23 - DNA Distribution Strategy

Weaknesses

Many not aligned with some brand values

Coverage of entire territory with DSCs

Staff turnover affects service consistency

Tight with money

Demotivated DSCs in many cases

Cherry picking and limited assortment in many salons

Lack of Focus - Too many brands in many cases

Inconsistency among distributors - policies, offerings

• Identify and work with DSCs in line with our
values

• Direct ongoing communication about values

• Digitally prospect underserved territories

• TM & BDM relationship with key accounts
• Commitment from distributor to spend in

planning meetings

• Offer heavy SPIFFS in areas with demotivated
DSCs

• Intro kit under $2000 for budget conscious

prospects and suites
• TM field or digital detailing days for brand

focus

• Put Davines policies and expectations in
writing as a guideline for distributors to follow

• Add BDM